Title:  Global Head of AWS Alliance - BD & Marketplace

Job Summary

As the Global Head of AWS Alliance, BD, and Marketplace team, you will lead an international organization responsible for managing the global AWS alliance and driving joint GTM for NetApp cloud software offerings on AWS.  

This team plays a critical role in driving NetApp cloud revenue across a portfolio that includes the jointly developed AWS 1st party service FSx for NetApp ONTAP (FSxN) and NetApp’s Cloud Data Services & Cloud Ops Marketplace offerings. You will utilize deep experience & expertise with AWS to support the growth of the FSxN business and drive joint GTM, Co-selling, & Marketplace motions for NetApp’s 3P offerings.  
 

This challenging position requires a strategic mindset, executive presence, exceptional communication skills, an inclusive leadership style, and strong relationship & consensus building competencies to expand the NetApp - AWS partnership.  

Key aspects of the role: 

You will join the leadership team of Hyperscaler Alliances & Marketplaces organization, reporting to the Senior Director of H/S Alliances & MPs. You will lead your team in accordance with the organization’s culture of extreme competence, data-driven decision making, servant leadership, and humility. You will set objectives for yourself and your direct reports and assist them in building strategies & execution plans that result in AWS mindshare & trust, sales pipeline, and cloud revenue across all products.  

You will represent NetApp in day-to-day engagement with a variety of AWS GTM counterparts. In the service of aggressive goals, you will help propel a rigorous annual, quarterly, and monthly cadence of work with AWS and NetApp sales, product, and marketing leadership. Your responsibilities will include building strategies, setting goals & KPIs, driving sales and Co-selling excellence, and maintaining high standards for performance measurement and management. 

You will work in concert with multiple stakeholder organizations across NetApp, including: Executive, Sales, Product, Marketing, the Worldwide Partner Organization (WPO), and multiple Operations teams. You and your team will maintain an SLA for managing NetApp connections and collaboration orchestration with a wide variety of AWS counterparts. You will spend considerable time collaborating with NetApp partner sales and program leadership to drive coordinated GTM efforts between AWS, NetApp, and their shared ecosystem of ISV, GSI, MSP, and S.I. partners.  

Job Requirements

• Plan and direct activities including planning and implementing forecasts, GTM, relationship development, and partner-to-partner enablement. 
• Participate in strategic planning sessions with peer managers in Product, Sales and Sales Strategy & Operations. 
• Communicate Corporate strategy to employees within your function. 
• Establish short-term and long-term goals and performance metrics in line with corporate objectives. 
• Review management plans with Executive Management on a regular basis. 
• Select, develop, and evaluate personnel to ensure departmental goals are met. 
• Assume responsibility for result, including costs, methods and staffing.
• Deep experience working at AWS in the APN / APO or related organizations and/or as an Alliance & BD leader for an AWS ISV partner and Marketplace seller. 
• Exceptional verbal and written communications skills, including presentation skills. A demonstrated ability to communicate complex ideas and plans via both written narratives and PowerPoint presentations is crucial. 
• Excellent relationship building and negotiating skills.  
• Experience in developing, managing, and executing GTM plans, both internal and in partnership with AWS & AWS partners. 
• Experience selling 1st Party & 3rd Party technology solutions on AWS and Co-selling with AWS sellers. 
• Ability to work collaboratively with functional peers across multiple NetApp organizations functions. 
• Strong understanding of storage, cloud operations, and DevOps technologies and competitive offerings in the marketplace.  
• Ability to convey information clearly and provide analysis as needed to help NetApp make strategic & investment decisions. 
• An excellent understanding how technology products and solutions solve business problems.  
• Demonstrated experience working with Sales, Product, Marketing, and Operations organizations in a large, international enterprise company. 
• A successful track record managing an international team of professional level employees.

Responsibilities & Required Skills

Responsibility:   

• This role is critical to the Hyperscaler Alliance & Marketplace organization’s future, has wide implications, and drives multiple outcomes.   
• This individual will apply multiple decades of business development and strategic partnership experience with AWS subject matter expertise to solve complex problems that are often exacerbated by time, budget and resource constraints.   
• Demonstrate leadership and vision in determining and driving strategy decisions, process changes, business initiatives, etc.  

Interaction:  

• This individual must work effectively with staff to Executive level employees within the function, across functions, globally, and outside of the organization within the AWS ecosystem. 
• This individual is a recognized as subject matter expert in cloud, AWS, and ecosystem GTM, and exercises wide latitude in determining own objectives and approaches to critical assignments. 
• Is seen as a leader and AWS “guru” by others in the function and organization. 

Experience & Education:

A minimum of 15-20 years of business development and/or strategic partnership experience is required. 

Professional experience at AWS and/or experience leading a strategic partnership with AWS is required. 

A Bachelor of Arts or Science Degree is required, or equivalent experience.